2017 Cloud Partner Programs Guide Details


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Oracle NetSuite Global Business Unit
NetSuite Solution Provider Program

U.S. Headquarters2955 Campus Drive
San Mateo, CA 94403
U.S. HQ phone number877-638-7848
URLhttp://www.netsuite.com
Year Company Founded1998
Executives
CEOMark Hurd
Worldwide Channel Chief
Title
Date Began Serving In This Role
North American Channel ChiefCraig West
TitleVice President of Alliances & Channels
Date Began Serving In This Role9/1/02
North American Cloud Channel Program ManagerWill Chan
TitleHead of Solution Provider Programs
Email Addresswichan@netsuite.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Year Cloud Channel Program was established1998
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.Oracle NetSuite Global Business Unit, a wholly-owned subsidiary of Oracle, pioneered the Cloud Computing revolution in 1998, establishing the world's first company dedicated to delivering business applications over the Internet. Today, Oracle NetSuite Global Business Unit provides a suite of cloud-based financials / Enterprise Resource Planning (ERP) and omnichannel commerce software that runs the business of companies in more than 100 countries. For more information, please visit www.netsuite.com. Every component of the NetSuite Solution Provider Program is designed around cloud computing.
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.Recurring Revenue
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?ALL
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Cloud Applications/SW
Cloud Platforms (PaaS)
In what areas does your company currently have a Public Cloud Service?
Cloud Applications/SW
Cloud Platforms (PaaS)
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have our own public cloud service or application - we use partners as agents
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Technical certification (for cloud)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Sales certification (for cloud)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Cloud specific ROI or TCO calculator tools to be used with end-users
Sales playbooks or prospecting guides for cloud solutions
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Partner Events
Partner Marketing Training
Co-selling assistance from local cloud-specialist sales or business development staff
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
Demo program/Trial Keys
Internal-use product or licenses (discounted or free)
Loyalty programs or SPIFs
MDF/CO-OP
Rebates (specific to cloud sales or deployment success)
Referral programs (for Cloud Agents or influencers)
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?Yes
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?Yes
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?Yes
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Actively transacting partner
Business planning requirements
Certified/accredited sales staff
Executive sponsorship by vendor senior management
Marketing plan
Revenue commitment
Technical certification requirements
Technology specialization
Valid website
Cloud certification or training from a related vendor’s program
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